Managing Customer Value
I use to think that Vision and Mission Statements was just a consultant/academic type exercise. I did them but I have to honestly admit, it may have been more of an exercise than a real vision. In recent years, working with such a variety of companies, I have shifted my thinking. Without vision, you seldom Read More …
For the next week, I will be posting a series of seven videos and the slide decks that were used during my two day workshop. If you would like to get the most out of the experience, I recommend purchasing the Marketing with Lean Book series. I am offering the set for a limited time Read More …
Every act of your Lean sales process is a learning process. This is why Lean works in development, aka Lean StartupTM, why Lean works in operations and why Lean works in sales. I have no idea why process consultants continue to try to force fit Lean into the sales and marketing process from a standpoint Read More …
Several years ago at Agile Cincinnati, I had the opportunity to present this Lean Sales and Marketing presentation, It’s not your Grandmother’s Lean Anymore! It serves to this day, a good recap for a Lean Sales and Marketing presentation. On July 1st thru July 7th, the Business 901 blog will be dedicated to covering the Read More …
Lean Sales Methods allow us to start adapting and understanding our customer needs during the sales learning cycles. We no longer can think about control and manipulation that occurs in the traditional sales funnel. Our focus has been backwards when we have tried to improve sales from the inside-out. We must learn to focus our Read More …
In a recent podcast, Scenario Thinking the Next Big Thing, with George Wright, co-author of Scenario Thinking: Practical Approaches to the Future, I asked, “When we are looking at different alternatives to the future, we paint a picture with scenarios? George: Yes, the scenarios are descriptions of the future often constructed by management teams. They Read More …